#469 From SDRs to AI Agents: Frank Sondors on Redefining Outbound Sales

The CTO Show with Mehmet Gonullu

In this episode, I sit down with Frank Sondors, founder of Salesforge, to explore how AI is reshaping outbound sales, why traditional sales hiring models are broken, and how modular tools are empowering leaner, more efficient GTM motions. Frank shares his journey from Google to launching a multi-product startup that hit $3M ARR in just 12 months—without burning VC cash.

Whether you’re a founder, sales leader, or tech operator, this episode breaks down the future of B2B sales and why AI agents like Agent Frank may be your next SDR hire.

🎯 Key Takeaways

• The myth of “more heads = more sales” — and what works instead

• The rise of AI-powered SDRs and how Agent Frank works

• Why modular systems beat super-apps for sales teams

• The shift from labor-intensive CAC to automation-led CAC

• How Salesforge built 6 products in 22 months with a lean team

• The real future of sales: human + AI collaboration

• Launching into underserved markets like Japan to outmaneuver competition

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📚 What You’ll Learn

• How to think about GTM efficiency in the AI era

• What it takes to scale to $3M ARR profitably

• Frameworks for building sales tools in red ocean markets

• How “Sales Development Engineers” are reshaping pipeline generation

• Why outbound is getting harder—and how to make it work again

👤 About the Guest

Frank Sondors is the founder and CEO of Salesforge, a platform revolutionizing outbound sales through automation, modular tools, and AI agents. With a background spanning Google, SimilarWeb, and machine learning companies, Frank brings deep insight into what it takes to scale sales in today’s hyper-competitive SaaS market.

https://www.salesforge.ai/

https://www.linkedin.com/in/franksondors/

https://lunchclub.com/

https://www.saleshookup.com/

⏱️ Episode Highlights (Timestamps)

• [00:03:00] Frank’s background: From Google to founding Salesforge

• [00:07:00] The broken math of hiring more reps

• [00:11:00] The real problem in outbound: Not leads, but relevance

• [00:14:30] The modular vs. super-app approach to sales tools

• [00:18:00] Salesforce stack vs. the Forge ecosystem

• [00:21:00] Inside “Agent Frank”: An AI SDR in action

• [00:28:00] Can AI replace SDRs entirely?

• [00:33:00] CRM integration and how teams actually use Salesforge

• [00:36:00] Entering the Japanese market: Why and how

• [00:40:00] Advice to early-stage founders: Talk to 10 users a day

• [00:44:00] Frank’s personal growth habits and founder mindset